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About LiveseySolar

LiveseySolar's mission is to help you build the practice and life you love. Using our 5-Step Private Healthcare Marketing System, our customers can predictably and sustainably grow their practice so that they can enjoy a healthy balance between both worlds - a successful private practice and a happy life.

Healthcare consultation skills: The 4 whys required to make a sale

What are the four conditions that always must be satisfied to make a sale? Some people call these conditions the 4 whys. Low investment or straight re-buy products and services (like a bottle of water on a hot day or going for an annual dental exam) require only a perfunctory approach to answering these conditions. High-investment products and services (such as elective health care) may require a considerably more thorough approach to answering the four whys. This an illuminating part of our consultation skills and teamwork training course so pay close attention to what is revealed here, because it can really help you understand what your patients are thinking during a medical consultation.

By |2016-10-28T10:27:52+01:00June 20th, 2012|Categories: Step 3: Closing first appointments|Tags: , , , |3 Comments
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Healthcare consultation skills: The Top 10 Sales Questions

To elicit strong dominant buying motives, or emotional responses from our consultation prospects, we need ask powerful questions. in this post, we share the questions that consistently generate the information we need from prospects, after over the past ten years of experimentation.

By |2016-11-23T18:48:55+00:00June 13th, 2012|Categories: Step 3: Closing first appointments|Tags: , , |1 Comment
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Healthcare consultation skills: The Importance of Dominant Buying Motives

Finding out the emotional or Dominant Buying Motives of our prospects is sometimes not enough to make a sale. We must not only discover why our prospects would purchase, but what would prevent them from becoming a patient as well.

By |2016-10-28T10:27:53+01:00May 24th, 2012|Categories: Step 3: Closing first appointments|Tags: , |2 Comments
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Healthcare website design: landing page development and optimisation

Most healthcare websites have no landing pages at all. So we thought it would be a good idea to write this post, summarising some really good information to give you an idea of what a landing page is, why you need them, and how to go about making and optimisation them.

By |2016-10-28T10:27:53+01:00May 21st, 2012|Categories: Step 1: Getting more leads|Tags: , |2 Comments
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Healthcare consultation: Why people buy – How to ask questions that reveal the answer

Healthcare Consultation: How to ask questions that reveal why people buy Why do people buy elective healthcare services? They are buying it because they hope to gain something, or to avoid continued pain. Most people are in strong agreement that the reasons we listed are very powerful emotional [...]

By |2016-10-28T10:27:53+01:00May 17th, 2012|Categories: Step 3: Closing first appointments|Tags: , |7 Comments
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Healthcare consultation skills: It’s all in the emotions – focusing on dominant buying motives

What do people want? Understanding the answer to this question can unlock the potential of your selling efforts. As soon as you can distinguish from wants and basic needs, as soon as you understand how to talk directly to your consumer's heart, you can begin to establish your role in their life.

By |2016-10-28T10:27:53+01:00May 15th, 2012|Categories: Step 3: Closing first appointments|Tags: , |4 Comments
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Healthcare consultation: asking questions in healthcare consultations

We're just getting started into our discussion of the discovery - the part of the consultation where you ask your prospect the right questions to elicit their motives, concerns, criteria and timing. So far, we've covered why listening is so important, the 4 goals of the discovery, and what must be present so that sale can happen. If you missed these posts, I'd recommend reading the earlier posts to understand why we need to employ the subject of today's post: Asking deeper and deeper questions.

By |2016-10-28T10:27:53+01:00May 2nd, 2012|Categories: Step 3: Closing first appointments|Tags: , |Comments Off on Healthcare consultation: asking questions in healthcare consultations
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Healthcare consultation skills: The must-have for a sale to happen

Consultation Skills: The must-have for a sale to happen What must be present for someone to make a purchase decision? No one will buy anything unless there is a problem if they don’t. “If you can find a path with no obstacles, it probably doesn’t [...]

By |2016-10-28T10:27:53+01:00April 30th, 2012|Categories: Step 3: Closing first appointments|Tags: |1 Comment
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Healthcare consultation skills: The 4 goals of a good discovery

The discovery, is the part of the consultation where we ask questions about the prospects experiences that led them to identifying there is a problem to solve. We ask them about their past experiences, aiming to reveal their pain. We ask them about their future aims, in order to reveal their hopes for gain. We do this to identify their dominant buying motive, so that we can earn the right to recommend a solution that will solve their problem.

By |2016-10-28T10:27:53+01:00April 25th, 2012|Categories: Step 3: Closing first appointments|Tags: , , |5 Comments
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Healthcare consultations skills: Using intent statements keeps them fresh, personalised and motivating

In our healthcare consultation skills and teamwork course, we ensure that all of the participants write and learn their own intent statements. In our coaching, we help them adapt their intent statements until they fit like a glove and can be delivered with maximum confidence and enthusiasm. This is often the only step in the process that we insist is scripted, learned, rehearsed and repeated verbatim.

By |2016-10-28T10:27:53+01:00April 23rd, 2012|Categories: Step 3: Closing first appointments|Tags: , , |3 Comments
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